Subliminal anchoring: Judgmental consequences and underlying mechanisms

Judgmental anchoring—the assimilation of a numeric estimate towards a previously considered standard—is an exceptionally ubiquitous effect that influences human judgment in a variety of domains and paradigms. Three studies examined whether anchoring effects even occur, if anchor values are presented subliminally, outside of judges’ awareness. Studies 1 and 2 demonstrate such subliminal anchoring effects: judges assimilated target estimates towards the subliminally presented anchor values. Study 3 further demonstrates that subliminal anchors produced a selective increase in the accessibility of anchor-consistent target knowledge. The implications of these findings for the ubiquity of judgmental anchoring, its different underlying mechanisms, and comparative information processing are discussed.     

When knowledge matters—differential effects of available knowledge in standard and basic anchoring tasks

The present research examines whether anchoring effects—the assimilation of a numeric estimate towards a previously considered standard—depend on judges' available knowledge in the target domain. Based on previous research, I distinguish two types of anchoring effects. Standard anchoring is obtained if judges are explicitly asked to compare the anchor to the target. Basic anchoring results if the accessibility of the anchor is increased prior to judgments about the target. I expected that only basic but not standard anchoring is reduced by providing judges with judgment‐relevant knowledge. Using a standard versus basic anchoring paradigm, 112 participants were confronted with a high versus low anchor before estimating the average price of a German midsize car. Prior to this task, participants were provided with information about prices of cars (relevant knowledge) versus kitchens (irrelevant knowledge). Results demonstrate that this knowledge only influenced the magnitude of basic but not standard anchoring effects. This finding demonstrates that knowledge has differential effects in different types of anchoring. Copyright © 2007 John Wiley & Sons, Ltd.     

The ups and downs of social comparison: mechanisms of assimilation and contrast

Social comparisons influence self-evaluations in multiple ways. Sometimes self-evaluations are assimilated toward a given standard. At other times, they are contrasted away from the standard. On the basis of the selective accessibility model (T. Mussweiler, 2003a), the authors hypothesized that assimilation results if judges engage in the comparison process of similarity testing and selectively focus on similarities to the standard, whereas contrast occurs if judges engage in dissimilarity testing and selectively focus on differences. If these alternative comparison mechanisms are indeed at play, then assimilative and contrastive social comparisons should be accompanied by diverging informational foci on similarities versus differences. Results of 5 studies support this reasoning, demonstrating that assimilation results under conditions that foster similarity testing, whereas contrast occurs under conditions that foster dissimilarity testing. Furthermore, assimilative social comparisons are accompanied by a general informational focus on similarities, whereas contrastive comparisons are accompanied by a focus on differences.     

The Semantics of Anchoring

Previous research has demonstrated that judgmental anchoring effects—the assimilation of a numeric estimate to a previously considered standard—are semantic in nature. They result because the semantic knowledge about the target object that is activated during the comparison with the anchor influences the absolute judgment. In addition to this semantic influence, the numeric anchor value itself may also yield an effect under specific conditions. The present research was designed to examine the relative strength of both mechanisms and explore their boundary conditions. Studies 1 and 2 demonstrate that semantic anchoring effects are more potent than purely numeric effects. Study 3 further suggests that purely numeric effects only operate if accessible semantic knowledge is inapplicable to the critical judgment so that semantic influences are incapacitated. The implications of these findings are discussed from the perspective of an integrative model which differentiates between two stages of anchoring. Whereas purely numeric influences appear to be limited to the stage of anchor selection, the actual comparison with the target involves more elaborate semantic processes.     

Contrast effects in judgments of health hazards

Researchers commonly use 2 models to explain contrast effects (CEs): the standard-of-comparison model and the set-reset model. The 2 models focus on the role of categorization to predict when a CE (instead of an assimilation effect) will happen, while minimizing the role of knowledge accessibility and relevance in determining whether any effect will occur. A 3rd model, the selective-accessibility model (F. Strack & T. Mussweiler, 1997), focuses on knowledge accessibility and relevance, but it is a model of assimilation effects in the anchoring bias. In the present study of CEs, the authors tested 3 predictions implied by the selective-accessibility model. The authors found a CE only when anchor- and target-rating dimensions matched and only in the 1st of multiple targets rated. The CE required a minimum amount of attention to the anchor. These results support the account that selective knowledge accessibility and relevance play an important role in CEs.     

锚定效应的产生前提及作用机制

为了探讨锚定效应的产生前提以及基础锚定效应的理论解释,设计了两个实验。实验一选取高、低、无三种锚值,设置了15ms、45ms、75ms、1000ms四种呈现时间,结果发现只有15ms条件下未出现锚定效应,随着呈现时间增加,锚定效应不断增大,低锚下的锚定效应高于高锚下的锚定效应。实验二设置了语意相同但表述形式不同的两种水平的锚值,结果发现两者引发的锚定效应不同。锚定效应的产生前提是注意,数字启动假说可以更好地解释基础锚定效应。     

The Authority of Competence and Quality as Extrinsic

John Stuart Mill's hedonism is notoriously ambiguous. The most important ambiguity concerns his reliance on an axiologically significant notion of quality of pleasure. In this paper, I seek to explore one corner of the higher pleasures doctrine, in particular, what sort of property quality is. I argue that the only acceptable interpretation of the higher pleasures doctrine treats quality as a property that is (a) independent of the preferences of competent judges, (b) non-phenomenal and (c) extrinsic to individual higher quality pleasures. My argument for this view will focus on an interpretation of Mill's competent judges test: only such an interpretation of pleasurable quality can explain the peculiar trust Mill imparts in these judges when it comes to the nature of human well-being.     

Contrast Effects in Judgments of Health Hazards

Abstract

Researchers commonly use 2 models to explain contrast effects (CEs): the standard-of-comparison model and the set-reset model. The 2 models focus on the role of categorization to predict when a CE (instead of an assimilation effect) will happen, while minimizing the role of knowledge accessibility and relevance in determining whether any effect will occur. A 3rd model, the selective-accessibility model (F. Strack & T. Mussweiler, 1997), focuses on knowledge accessibility and relevance, but it is a model of assimilation effects in the anchoring bias. In the present study of CEs, the authors tested 3 predictions implied by the selective-accessibility model. The authors found a CE only when anchor- and target-rating dimensions matched and only in the 1 st of multiple targets rated. The CE required a minimum amount of attention to the anchor. These results support the account that selective knowledge accessibility and relevance play an important role in CEs.     

Can genes modulate anchoring effect?

The anchoring effect is a well-known decision bias, referring that initial irrelevant number (anchor) can impact late estimation. Anchoring effect can be explained as people starting from the anchor and stopping incremental adjustment too early—in other words, jumping into the conclusion impulsively. High impulsivity is associated with AA genotype of rs806379. Therefore, we hypothesized that rs806379 polymorphism can exert an influence on the anchoring effect. The subjects completed an experimental task of anchoring effect and provided saliva for genotyping. As expected, we found that subjects with AA genotype of rs806379 demonstrated stronger anchoring effect. This is the first article that explores the anchoring effect from the gene perspective. Our finding suggests that nature plays a role in anchoring effect.     

Olympic medals as fruits of comparison? Assimilation and contrast in sequential performance judgments

The authors investigated the evaluative consequences of sequential performance judgments. Recent social comparison research has suggested that performance judgments may be influenced by judgments about a preceding performance. Specifically, performance judgments may be assimilated to judgments of the preceding performance if judges focus on similarities between the two. If judges focus on differences, however, contrast may ensue. The authors examined sequential performance judgments, using data gathered from the 2004 Olympic Games as well as data gathered in the laboratory with students or experienced gymnastics judges as participants. Sequential performance judgments were influenced by previously judged performances, and the direction of this influence depended on the degree of perceived similarity between the successive performances.     

Sentencing Under Uncertainty: Anchoring Effects in the Courtroom1

Research on juridical decision making has demonstrated that largely disparate sentences are often given for identical crimes. This may be the case because judges' sentencing decisions are influenced by a recommended or demanded sentence. Building on research on judgmental anchoring (Tversky & Kahneman, 1974), the present investigation examines whether a sentencing demand has a direct influence on a given sentence. Using criminal trial judges as participants, Study 1 demonstrates that such a direct influence does, in fact, exist. Sentencing decisions are assimilated to the sentence demanded by the prosecutor. Study 2 further reveals that this influence is independent of the perceived relevance of the sentencing demand. Study 3 demonstrates that this influence is also independent of judges' experience.     

A Differentiated Legal Approach to the Effects of Spousal Abuse on Children

Summary

In the past decade judges have started to recognize the destructive effects of spousal violence on children, but too many judges and justice system professionals still fail to take adequate account of spousal abuse when dealing with child related issues. Courts need to take a “differentiated” approach to spousal abuse, one that recognizes its different forms, nature and effects on adults and children, with a continuum of responses ranging from ordinary visitation, through supervision of exchanges or visitation, to termination of visitation. Canada should enact legislation that explicitly recognizes spousal abuse as a factor in child related disputes, increase education about domestic violence for judges and other justice system professionals, and provide more support for services such as supervised visitations programs. While this article focuses on Canadian developments and case law, there are similar issues in other countries.     

La motivation et son ancrage utilitaire/désirable dans l’évaluation

Motivation has an important place among the personal characteristics that professional assessors take in account. A first study shows that different professionals do not choose the same criteria to assess motivation and also shows that normative factors affect their judgement. Then a series of studies focuses on the valorization of intrinsic motivation and on the anchoring in utility / desirability of this attribution of value. It appears that, compared with extrinsically motivated applicants, intrinsically motivated applicants are rather described by judges with desirable traits than with utility traits. This result is found as well with professionals and non professional respondents. So it seems that the valorization of intrinsic motivation would be more anchored in desirability than in utility, which is a difference with the norm of internality that is clearly anchored in utility.     

Taking the High (or Low) Road: A Quantifier Priming Perspective on Basic Anchoring Effects

ABSTRACT

Current explanations of basic anchoring effects, defined as the influence of an arbitrary number standard on an uncertain judgment, confound numerical values with vague quantifiers. I show that the consideration of numerical anchors may bias subsequent judgments primarily through the priming of quantifiers, rather than the numbers themselves. Study 1 varied the target of a numerical comparison judgment in a between-participants design, while holding the numerical anchor value constant. This design yielded an anchoring effect consistent with a quantifier priming hypothesis. Study 2 included a direct manipulation of vague quantifiers in the traditional anchoring paradigm. Finally, Study 3 examined the notion that specific associations between quantifiers, reflecting values on separate judgmental dimensions (i.e., the price and height of a target) can affect the direction of anchoring effects. Discussion focuses on the nature of vague quantifier priming in numerically anchored judgments.     

建议距离和线索丰富性对建议采纳的影响

基于社会判断理论,研究以80名大学生为被试,通过JAS范式考察了建议距离对建议采纳和自信心变化的影响以及线索丰富性在这一过程中的作用。结果发现随着建议距离的增加,建议权重仅在线索信息较丰富的情况下呈先增后减的倒U型趋势,而绝对观点转变和自信心变化均不受线索丰富性的影响,分别呈递增和递减趋势。即建议距离对不同建议采纳指标有不同影响,建议距离与建议权重之间存在倒U曲线关系且线索丰富性起到了调节作用。     

The effects of averaging subjective probability estimates between and within judges

The average probability estimate of J > 1 judges is generally better than its components. Two studies test 3 predictions regarding averaging that follow from theorems based on a cognitive model of the judges and idealizations of the judgment situation. Prediction 1 is that the average of conditionally pairwise independent estimates will be highly diagnostic, and Prediction 2 is that the average of dependent estimates (differing only by independent error terms) may be well calibrated. Prediction 3 contrasts between- and within-subject averaging. Results demonstrate the predictions' robustness by showing the extent to which they hold as the information conditions depart from the ideal and as J increases. Practical consequences are that (a) substantial improvement can be obtained with as few as 2-6 judges and (b) the decision maker can estimate the nature of the expected improvement by considering the information conditions.     

Relative area and relative luminance combine to anchor surface lightness values

The anchoring of lightness perception was tested in simple visual fields composed of only two regions by placing observers inside opaque acrylic hemispheres. Both side-by-side and center/surround configurations were tested. The results, which undermine Gilchrist and Bonato’s (1995) recent claim that surrounds tend to appear white, indicate that anchoring involves both relative luminance and relative area. As long as the area of the darker region is equal to or smaller than the area of the lighter region, relative area plays no role in anchoring. Only relative luminance controls anchoring: The lighter region appears white, and the darker region is perceived relative to that value. When the area of the darker region becomes greater than that of the lighter region, relative area begins to playa role. As the darker region becomes larger and relative area shifts from the lighter region to the darker region, the appearance of the darker region moves toward white and the appearance of lighter region moves toward luminosity. This hitherto unrecognized rule is consistent with almost all of the many previous reports of area effects in lightness and brightness. This in turn suggests that a wide range of earlier work on area effects in brightness induction, lightness contrast, lightness assimilation, and luminosity perception can be understood in terms of a few simple rules of anchoring.     

Relative area and relative luminance combine to anchor surface lightness values.

The anchoring of lightness perception was tested in simple visual fields composed of only two regions by placing observes inside opaque acrylic hemispheres. Both side-by-side and center/surround configurations were tested. The results, which undermine Gilchrist and Bonato's (1995) recent claim that surrounds tend to appear white, indicate that anchoring involves both relative luminance and relative area. As long as the area of the darker region is equal to or smaller than the area of the lighter region, relative area plays no role in anchoring. Only relative luminance controls anchoring: The lighter region appears white, and the darker region is perceived relative to that value. When the area of the darker region becomes greater than that of the lighter region, relative area begins to play a role. As the darker region becomes larger and relative area shifts from the lighter region to the darker region, the appearance of the darker region moves toward white and the appearance of lighter region moves toward luminosity. This hitherto unrecognized rule is consistent with almost all of the many previous reports of area effects in lightness and brightness. This in turn suggests that a wide range of earlier work on area effects in brightness induction, lightness contrast, lightness assimilation, and luminosity perception can be understood in terms of a few simple rules of anchoring.     

Legal Audiences

This paper approaches legal argumentation from a rhetorical perspective. It discusses the nature of the audiences that are (and should be) targeted by judges in the legal process. Judicial opinions reach diverse groups of people with very different attitudes and expectations: other judges, lawyers, litigants, concerned citizens, etc. One important way in which these groups differ is that some of them are more likely to be persuaded by legalistic, precedent or statute-based arguments, while others expect judges to decide on grounds of justice or equity. So, judges face the challenge of determining whether they should select particular groups for special attention, or whether they have alternative rhetorical means to approach the problem of audience diversity. One strategy that is likely to be recommended by rhetorical scholars is that judges should not try to accommodate the various preferences of their actual readership, but that they should rather invoke an idealized audience or some version of Chaïm Perelman’s universal audience. However, the paper tries to show that the universal audience is of limited value for a discussion about how judges ought to proceed in the face of audience diversity. In particular, the idea of a universal audience does not help judges to make the choice between a legalistic or an equity-based approach to legal decision-making. By showing that this is so, the paper also raises doubts about the common thought that to invoke the universal audience in law is to appeal to natural law (as distinct from written, positive law).     

Assimilation in American Life: An Empirical Assessment of Milton Gordon’s Multi-dimensional Theory

This study empirically assesses Milton Gordon's theory of interrelated stages of assimilation. I focus on one small but salient religious minority—American Jews—to show how structural assimilation is associated with other dimensions of assimilation: marital, identification, and behavior reception. Findings from multivariate analyses suggest that structural assimilation encourages Jews to marry non-Jews. Such a marriage composition has become a major determinant of identificational assimilation, with non-Jewish social relationships having important if somewhat weaker association with group identification. Social and economic attainments are moderate factors of identificational behavior that may sometimes strengthen, rather than weaken, religio-ethnic identification. The various components of structural assimilation are not significant for reception assimilation. The findings are discussed in relation to the functionalism concept, in connection with the more recent literature on immigration and assimilation and in view of the changing social context of America in the second half of the twentieth century from the dominance of the melting pot ethos to cultural pluralism.